Blog Archives

Would Your Customers Offer You a Job?

Here’s an interesting way for you to set the bar professionally. Just imagine the unthinkable happens tomorrow – and you’re current employer just collapses, got sold, or decides to make 50% of the sales team redundant, including – (clearly) unjustifiably

Posted in Sales Skills, Sales Success Tagged with: , , , , , ,

How Much Would You Pay for a £20 Note?

Actually let me turn that question round; How much would you sell me a brand new £20 note for? I’m not going crazy – hear me out – this might be one of the most important nuggets of sales sense

Posted in Price Objections Tagged with: , , , , , , , ,

Attracting Success is as Easy as Booking a Holiday

I don’t know how long you spent organising, saving, searching and planning for your next 10 days on holiday – but I wonder if it’s comparable with the time you’ve spent preparing for how successful you intend to become over

Posted in Planning and Preparation, Success Tagged with: , ,

4 Steps to a Sales Team You Can Be Proud Of

Are you truly proud of the way your sales team go about their work and the results they deliver for the company? How about the way they treat your customers – their standards with regards to ethics, professionalism and personal attitude? Are

Posted in Focus, Sales Management, Sales Team Culture Tagged with: , , , , , , , , , ,

Why Don’t Sales People Show a Little More Initiative?

On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One

Posted in Accountability, Education, Focus, Motivation, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , , , ,

5 Reasons Why Selling is Like …. Being a Boxer

About 10 years ago I started working with Glenn, a personal fitness trainer. Glenn was a thirty something ex-army, boxing champion who did a bit of modelling as a side-line, allegedly just missed out on being an original member of

Posted in Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , ,

How to Personalise Your Email Campaigns

If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , , , ,

5 Paths to Hitting this Year’s Sales Target

If you’re sales targets for next year are looking steeper than the north face of The Eiger – worry not my friend. There are 5 business principals below that might very well hold the alchemy that will catapult you towards

Posted in Focus, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , ,

A New Year Message to Salespeople

May the charlatans and half-jobs never darken your door – but may the knowledge that they exist, drive you to reach every customer an hour before the dishonest ever get a chance to call. May you wake every morning eager

Posted in Christmas, Sales Team Culture Tagged with: , , , , , , , , , ,

All Sales People Fall Into 1 of these 3 Categories

It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so

Posted in Accountability, Focus, Sales Management, Sales Management Training, Sales Team Culture Tagged with: , , , , , , , , , , ,